Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
PTDA 2010 Presentation
2. Introduction
• IBM out of school 1976
– SE-Sales-Marketing-Management-Executive
• ROLM 1987
– Executive ( Marketing, Distribution)
• MCI 1990
– Executive ( Marketing, Technology)
• Modern 1992
– Marketing
– General Management
– Executive/Owner
– President & CEO
• Past President of MHEDA 2005
• Currently serve on Modern’s board and:
– J.J.Haines
– Delaware Valley Floral Group
– Westminster
– National Association of Wholesalers Institute for Distribution Excellence
– Trinity Solebury
– Philadelphia World Affairs Council
3. Prospecting for the Future:
Web 2.0 for B to B Marketing
Dave Griffith
President & CEO
Modern Group Ltd
7. Class Reunion
• Lindsay Class 2006
– 125 Class Mates
– All on facebook
– Arrangements done in
under a week
– Updates real-time
– Available anyone with
internet access
– Self correcting
information and
contact information
• Dad Class 1972
– 35 Class Mates
– Few e-mails
– Arrangements took 3
months
– Required Admin
– Paper
– Updates required cut-
off date
– No Pictures or
Common Space
8. Observations
• Speed
• Accuracy
• Ease of Use
• Quality Results
• Relatively Affordable
• Brand Building
Impact on Business
She used facebook and I didn’t know what facebook was!
9. Our Experience
1. Better access to customers and decision makers through
networking
2. Improved awareness in our community and customer base.
3. Reaching different folks than traditional media.
4. A chance to position the firm as a different kind of value provider.
5. A new way to drive traffic to our web site and 1 800 number.
6. An entirely new way to tell our individual story to customers and
prospects.
7. Cross selling opportunity between our sales forces.
8. Better employee communications supporting our open door /
open book management process.
9. Speed in getting messages out with combo email blasts, twitter,
and FB postings. Recent storms are one example as we reach out
to customers with unique offerings.
10. Ability to attract younger and more technology savvy employees
10. Agenda
• Modern Overview
• Technology Strategy
• Technology Overview
• Operations Applications and Work Flow
– ERP MS-NAV
– MS SharePoint 2.0
– MS Suit
– CRM
– moderngroup.com 2.0
– LinkedIn, facebook, 2.0
– AtRoad and GPS
– Networks, Voice, Data, Cell
– Hardware and Handhelds
• Lessons Learned
2.0 Tools in our overall
technology tool box.
12. Modern Overview
• Industrial Distribution
– MHEDA, National Association of Wholesalers , ARA,
AED,
– Sales, Used, Parts, Service, Training
– 16 locations
– 420 Employees
– 400 Products
– 40% Sales, 22% Rentals, 38% Parts/Service
– 100% Employee Owned
– Open Door/Open Book
– www.moderngroup.com
13. Technology Strategy
• We expect to use leading edge technology
to leverage our business by driving our
productivity, our ability to deliver our
services and products, and to drive our
brand. We look to use technology as a
competitive tool and a means to
differentiate Modern in the market. We
expect ROI for our investment and
measure accordingly.
14. Technology Overview
Data
ERP, MS NAV
Hosted Network
MS Suite &
Share Point
CRM
At-Road & GPS
LinkedIn &
facebook
Moderngroup.comPortal
Voice, Data, Internet
15. Technology Overview
• Accounting MS NAV / MS Suite & SharePoint / CRM
• Marketing MS NAV / Web / CRM/ LinkedIn & FB/ MS Suite
SharePoint
• Sales MS NAV / WEB/ CRM/ LinkedIn & FB/ MS Suite & SharePoint
• Operations At Road/ GPS/ MS NAV/ MS Suite & SharePoint/ CRM
• HR Systems MS NAV/ Web / LinkedIn
• Networking All voice, data, internet All applications are hosted and
accessible through any browser or handheld device with correct security
through the Modern Portal.
17. Work Flow
• Use technology to change process.
• Understand current, and where you want
to go with your processes.
• Examples
– Electronic RO
– Account Management
• LinkedIn, Web and SharePoint
– Quote to Order
– Customer Portals
18. Brand
• Drive Awareness
• Drive new product and service
– Fleet
– Used Equipment
• Consistent Look and Feel across
platforms
• Consistent experience at every location
and employee
• Speed and Productivity
27. At Road & GPS
• High Speed Service Van Internet Access
• GPS Directions and Dispatch
• All Applications available
• Electronic RO
• CRM & e-mail
• OEM Information
• Training
29. Networks/Hardware
• All Applications are hosted
– Third party site, backup, security
– Software licenses
– Performance on demand
– Portal
• Hardware
– PC / Windows Based
– Smartphone
• i-phones
• Treo
• Lenovo/IBM PC’s
• Tablets
31. CRM
• Access to all our systems
– Data
– Quote
– Calendar
– Account Plans
– T-Times
– Activity Management
– Two way communications
32. Customer Satisfaction
• WINSBY Model
• All Location measured
• Touched 300 Customers from 12/09
• Overall score 59, > 40 indicates growth
• Doing monthly
• Part of compensation elements
34. LinkedIn and FB
• Remember reunion lesson
• Case Study and Details
• Remember our Strategy, drive traffic and
transactions. > productivity.
• Social Networking as a business tool
– 500M users
– Search to Brand to Access to Network
35. Relationship Economics Case Study
Selling, Marketing and Branding are about:
• Access….
• Productive Access
• Organization and Process
• Information
-Problem Solving
-Find the Pain and Fix It
• Responsiveness
• Results, “The give and the get”
36. Relationship Economics Case Study
• Results
– Productive Tracking of Contacts
– Leverage of Contacts
– Exposure and Branding
– Business
– Improved Problem Solving
– Education and Awareness
37. Relationship Economics Case Study
• My Network consists of:
– Modern Employees, Vendors, Customers
– YPO, MHEDA, NAW, ARA, AED
– J.J. Haines and Delaware Valley Floral Group
– Westminster and Kenyon
– IBM, ROLM, MCI days
– Trinity
– My Community and Family
– Other Trade Associations and Wharton from Speaking and
Teaching
– New Ones every day
38. Relationship Economics Case Study
• Tools
– Modern’s Network, PC and Treo
– MS Outlook, CRM, Web Site, and SharePoint
– Linkedin for business
– facebook for personal
– A consistent process with Outlook, CRM,
SharePoint, Linkedin and facebook
– Aggressive use of the web and search function
39. Dave Griffith
President and CEO
Modern Group Ltd
griffithd@moderngroup.com
http://www.linkedin.com/in/griffithd
215 949 9251 (wk)
215 943 8901 (fax)
215 840 8103 (cell)
Diane Bauer, Assistant
215 949 9246 (wk)
bauerd@moderngroup.com
www.moderngroup.com
Modern Keeps You Rolling
Relationship Economics Case Study
E-mail Address
Link to Linkedin
Link to Modern Web Site
50. WEB, LinkedIn and FB Data
• Hi David,
• Here is this week's summary for the Facebook Page: Modern Group Ltd
• -1 Fans this week (216 total Fans)
• 2 Wall Posts, Comments, and Likes this week (0 last week)
• 76 visits to your page this week(68 visits last week)
• Update your Fans:
• http://www.facebook.com/n/?pages%2FModern-Group-Ltd%2F239169001575&v=wall&mid=29c47d4G628aa705G1763639G66&n_m=griffithd%40m
• Visit your Insights Page:
• http://www.facebook.com/n/?business%2Finsights%2F&pages&i=239169001575&mid=29c47d4G628aa705G1763639G66&n_m=griffithd%40moder
• Get more Fans with Facebook Ads:
• http://www.facebook.com/n/?ads%2Fcreate%2F&src=pg_edit&fbid=239169001575&mid=29c47d4G628aa705G1763639G66&n_m=griffithd%40mod
• Thanks,
• The Facebook Team
• =======================================
• This message was intended for griffithd@moderngroup.com. If you do not wish to receive this type of email from Facebook in the future,
please click on the link below to unsubscribe.
• http://www.facebook.com/o.php?k=c37585&u=1653253893&mid=29c47d4G628aa705G1763639G66
• Facebook, Inc. P.O. Box 10005, Palo Alto, CA 94303
52. • Examples
– Ken Shaw at Fred Hill
– University of Delaware
– Presentation Access
– Multiple Accesses to Various Companies
– Multiple Sales
• Generac
• Hyster
– Speaking Opportunity
– Information Exchange blogs, groups, e-mails
Relationship Economics Case Study
53. Relationship Economics Case Study
• Process
– Maintain Contacts
– Create Contacts with Grab Function
– Work Linkedin and facebook regularly
– Drive Traffic to your web site
– Participate with Groups, Discussion Groups
– Respond to requests
– Update, Invite, Share Information
– Make it part of your work flow with employees,
vendors and customers
54. Get Started:
https://www.linkedin.com
http://www.facebook.com
Set up your profile, download your contacts and invite.
Play with the site and start driving business and
relationships.
It’s all about access and how productive you and your
organization can be.
You have relationships, leverage them.
Relationship Economics Case Study
55. Lessons Learned
• Wear Muddy Boots
• Listen to the youngsters
• Look to other industries
• Make sound investments
– Can you buy it at Staples
– You are not in the development business
– People
• Training and Time
• Does it drive your strategy?
• It’s only a tool if you use it!
57. Economics
• In Budget every year.
• Productivity
• Brand and Brand Buzz.
• Ease of Use.
• Training all the time.
– New Folks
– Current Employees
– Acquisitions
• Always looking around the corner
58. Questions
• Demo with our live system….
– www.moderngroup.com
– Modern Portal
– LinkedIn
– facebook
– MS-NAV
– Video….. major opportunity
– Twitter….working on where this fits
59. PTDA
Thank You
Dave Griffith
President and CEO
Modern Group Ltd
griffithd@moderngroup.com
http://www.linkedin.com/in/griffithd
215 949 9251 (wk)
215 943 8901 (fax)
215 840 8103 (cell)
Diane Bauer, Assistant
215 949 9246 (wk)
bauerd@moderngroup.com
www.moderngroup.com
Modern Keeps You Rolling
Get started and I will
Be happy to connect
with you or PTDA discussion
group and follow up.